Your customers know why you are valuable. How do you get prospects to see your value before they buy? In this episode of the Advanced Selling Podcast, Bill and Bryan share tips and ideas for communicating your value to prospects. It’s not just about selling to the pain, it’s about telling a prospect why their experience will be better with you. Veteran Sales trainers Bill Caskey and Bryan Neale provide strategies for telling your story and pointing out what makes you unique. It’s about giving prospects the full picture and helping them understand what they can expect. Do that and you’ll win in even the most competitive of markets.

There are two philosophies of how to coach people’s behavior. One is to save up the counsel and dump it all on them at one time. (I use the word “dump” kindly). The other way, which I talk about in this audio clip, is to coach them at the moment of infraction. Hope you can learn from this.

Apologies to the person who created the “flower and the bee” concept but I think that epitomizes perfectly the problem with most sales processes today.

And do we ever have a problem.

The ‘flower and the bee’ phenomena goes like this: in nature the flower must pollinate itself. It sits there waiting for the bee (one of the many ways pollination happens) to pollinate it. The flower does not labor, nor does it stress about bees showing up. Bees, on the other hand, are scurrying about trying to find food, and pollinating the flower.

In business, sales people are typically the bees and the customer is the flower. Sales people scurry around the country looking for food.

Why does it have to be that way? Why shouldn’t the sales professional be sitting – allowing the prospect to show up for them? Why?

It’s because we don’t plan it out that way. (We actually might, secretly, like the scurrying about looking for plants -err prospects.)

We have bought into the flower/bee process so heavily in sales that we refuse to even admit that it’s all wrong. (We also do this when job searching…wrong again.)

How do you find success or add value in a highly competitive market? Veteran Sales trainers Bill Caskey and Bryan Neale reach into their mailbag to answer one of their most common questions. It’s all about adding extra value and expanding your advantage. In this episode of the Advanced Selling Podcast, Bill and Bryan encourage listeners not to rely on their marketing teams for talking points or give into the idea that there’s no hope in their market. Finding the answers and solutions can be easier than you think.

Jim Rohn said it decades ago but it still rings true, if you want more money, bring more value! In this audio clip, Bill lays out a way for you to make more money by becoming move valuable to those who pay you. Your income is a by-product of that, but unless you get your arms wrapped tightly around that concept, you and I might be fighting a losing battle. At your next sales meeting, play this clip and spend 20 minutes discussing it.

As I was shooting in the gym that day, I saw a few teens at the other end of the court (basketball) trying to dunk. They were close but not quite there. It reminded me when I was that age, where I couldn’t quite get my hands high enough on the rim to dunk.

Eventually, I nailed it. But haven’t thrown one down in over 30 years.

It got me thinking about my current vertical leap. A quick test – an abysmal 12. (You know where I’m going with this don’t you?)

How do you take your sales training and do something with it? It seems like an easy question, but our clients struggle with it from time to time. In this episode of the Advanced Selling Podcast, Bill and Bryan deliver some tips for overcoming the mental blocks that keep you from executing your sales training. They’ll share ideas for owning and documenting your sales process. Veteran Sales trainers Bill Caskey and Bryan Neale encourage you to use a step-by-step approach and evaluation to make your training stick and reinforce your actions by teaching others and reviewing your performance.

Well, the election cycle has begun. And with it, comes my constant frustration (you might recall my blogs from 2 years ago) at how our politicians make their arguments, or, more accurately, how they DON’T make their arguments.

But since I’m staying away from politics in this blog, I’m left with a thought on how any of us make an argument for something we believe in.

As sales people, company leaders, and business executives, we must constantly be in argument-making mode. Not “argument” in the sense of aggressiveness, caustic language or a verbal battle. But “argument” in the sense of how we make our point, and bring others around to our way of thinking.

Is being good in sales just about being lucky? Veteran Sales trainers Bill Caskey and Bryan Neale make the case for bringing good karma into the sales process. It’s not about luck, it’s about putting the right energy into your sales process. The karma you put out into the world comes back around almost every time. In this episode of the Advanced Selling Podcast, Bill and Bryan offer some unorthodox tips for accelerating your sales success. Whether it’s cheering for your competition, embracing a giving mentality, or taking the time to appreciate those around you, you’ll truly get back what you give.

About Me

I am a sales development leader and experimenter. I have worked with B2B sales groups and executives since 1990.
My philosophies and strategies have fueled explosive growth in sales and profits for my clients. I am passionate about sharing my ideas about selling, business, life, money and meaning.